Resource commitment behaviour of industrial exhibitors: an exploratory study

Resource commitment behaviour of industrial exhibitors: an exploratory study Purpose – The purpose of this study is to assist practitioners in improving the benefits they receive from trade shows. This study seeks to investigate the behaviour of resource commitment of exhibiting firms and its relationships with market orientation and exhibition performance. Design/methodology/approach – Data were collected at the 2007 Suzhou Circuitex Show, which is held annually in Suzhou, Jiangsu Province, China. It is one of the largest international shows for the printed circuit board (PCB) industry. A total of 315 questionnaires were handed out and 185 usable questionnaires were returned. Findings – The results advance the theoretical understanding of the market orientation‐resource commitment behaviour – performance framework within the setting of an industrial trade show. This study finds that market orientation is positively associated with an exhibiting firm's resource commitment behaviour, which in turn has varying influences on the different dimensions of trade show performance. Research limitations/implications – The cross‐sectional study suggests that different facets of exhibition resource commitment may have distinct effects on several dimensions of trade show performance. Future research should adopt a longitudinal survey and extend this study domain to a broader range of industrial contexts. Practical implications – The research provides a better understanding of the development process of trade show programmes for practitioners in industrial firms to develop effective exhibition strategies. Originality/value – This paper fills a significant gap in the literature and offers evidence for the relationships among market orientation, resource commitment behaviour and trade show performance. Furthermore, the current research identifies three aspects of resource commitment behaviour and creates corresponding measures for them. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Business & Industrial Marketing Emerald Publishing

Resource commitment behaviour of industrial exhibitors: an exploratory study

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Publisher
Emerald Publishing
Copyright
Copyright © 2011 Emerald Group Publishing Limited. All rights reserved.
ISSN
0885-8624
DOI
10.1108/08858621111156421
Publisher site
See Article on Publisher Site

Abstract

Purpose – The purpose of this study is to assist practitioners in improving the benefits they receive from trade shows. This study seeks to investigate the behaviour of resource commitment of exhibiting firms and its relationships with market orientation and exhibition performance. Design/methodology/approach – Data were collected at the 2007 Suzhou Circuitex Show, which is held annually in Suzhou, Jiangsu Province, China. It is one of the largest international shows for the printed circuit board (PCB) industry. A total of 315 questionnaires were handed out and 185 usable questionnaires were returned. Findings – The results advance the theoretical understanding of the market orientation‐resource commitment behaviour – performance framework within the setting of an industrial trade show. This study finds that market orientation is positively associated with an exhibiting firm's resource commitment behaviour, which in turn has varying influences on the different dimensions of trade show performance. Research limitations/implications – The cross‐sectional study suggests that different facets of exhibition resource commitment may have distinct effects on several dimensions of trade show performance. Future research should adopt a longitudinal survey and extend this study domain to a broader range of industrial contexts. Practical implications – The research provides a better understanding of the development process of trade show programmes for practitioners in industrial firms to develop effective exhibition strategies. Originality/value – This paper fills a significant gap in the literature and offers evidence for the relationships among market orientation, resource commitment behaviour and trade show performance. Furthermore, the current research identifies three aspects of resource commitment behaviour and creates corresponding measures for them.

Journal

Journal of Business & Industrial MarketingEmerald Publishing

Published: Aug 2, 2011

Keywords: Resource commitment behaviour; Market orientation; Trade show performance; Strategic marketing

References

  • The role of existing knowledge in new product innovativeness and performance
    Brockman, B.K.; Morgan, R.M.
  • Market orientation and performance: a meta‐analysis and cross‐national comparisons
    Ellis, P.D.
  • Control systems' effect on attributional processes and sales outcomes: a cybernetic information‐processing perspective
    Fang, E.; Evans, K.R.; Landry, T.D.
  • The dual motives of participants at international trade shows
    Hansen, K.
  • A strategy implementation perspective of market orientation
    Homburg, C.; Krohmer, H.; Workman, J.P.
  • Market orientation and performance: an integration of disparate approaches
    Hult, G.T.M.; Ketchen, D.J.; Slater, S.F.
  • A conceptual and empirical comparison of three market orientation scales
    Matsuno, K.; Mentzer, J.T.; Rentz, J.O.
  • The effect of a market orientation on business profitability
    Narver, J.C.; Slater, S.F.
  • Visitor and exhibitor interaction at industrial trade fairs
    Rosson, P.J.; Seringhaus, F.H.R.

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